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Increase Your Sales by Knowing the Answer to this Question

You’re probably familiar with the old saying, “Sell the sizzle, not the steak.”

And a related one, “Features tell, benefits sell.”

Features, of course, are the characteristics of whatever it is you’re trying to sell. Benefits answer your customer’s biggest question, “What’s in it for me?”

If you want to make more money, it’s important to clearly understand the difference between features and benefits.

When you’re selling anything – your product or service, yourself for a job, a loan, or even to get a date this weekend – focus on emotions, not intellect.

Because people buy emotionally, and then justify rationally. People buy for two reasons – to stop the pain or to get the gain.

So paint a clear picture in your prospect’s mind of how wonderful things will be after they buy what you’re offering. To do that, you have to clearly understand the benefits of what you’re selling. And that’s not as easy as it sounds! We usually make two mistakes:

Mistake #1: Spending too much time on features and too little on benefits.
We know our product inside and out. The problem is we often don’t fully understand the difference between a feature and a benefit. We often think of features as benefits. But they’re not. We need to translate those features into benefits – how they help the customer.

Mistake #2 – Stopping before the real benefit.
Fortunately, there’s a simple question that helps you get to the real benefit of your offering. That question is …

“And that means?”

On the show, George and Mary-Lynn illustrated this by pretending to work for an insulation contractor. George played the part of the sales person and Mary-Lynn was his manager.

Isn’t that an exciting service to sell? See if you’re more excited after the discussion!

Mary-Lynn: Alright, let me hear your pitch.

George: Inadequate insulation is a leading cost of energy waste in many homes.

Mary-Lynn: And that means?

George: Your furnace and air conditioner will run more.

Mary-Lynn: And that means?

George: You may be spending too much on your utility bill.

Mary-Lynn: And that means?   

George: You could save money by adequately insulating your home!

Mary-Lynn: And that means?

George: You would have more money to do what you want!

Mary-Lynn: And that means?

George: If you insulate your home, you’ll pay for their next vacation!

Mary-Lynn: Bingo! Now that’s the real benefit!

Are you more excited about insulation now? Most people are! Even a product that seemingly has little sex appeal can be quite appealing!

So keep asking “and that means” until you get to the real benefit. The benefit for you is your sales will grow …

… and that means you’ll live the bigg life!

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Our bigg quote today comes from Dale Carnegie, who said:

“There is only one way … to get anybody to do anything.
And that is by making the other person want to do it.”

And that means – find the one thing that they really want that you can offer, and then show them how to get it.

Next time, we ask, “Are you smart enough to say it simply?” Until then, here’s to your bigg success!

 

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Questions to Ask before You Invest in Real Estate

By Bigg Success Staff
04-07-08

Bigg Success in Real Estate

real_estate 

We’ve all seen the infomercials that tout real estate as a get-rich quick panacea. Just buy their product, follow their advice, and soon you’ll be quitting your job and living on easy street.

The problem is … it’s a dream, not a reality.

We’ll hasten to add that their program is probably a good one. A small percentage of people will buy it and succeed, although probably not as quickly as the infomercial would lead you to believe.

Investing in income-producing real estate is a great way for the right person to increase their net worth. In fact, it’s one of the most certain ways to get rich … slowly!

But the question is … are you the “right person”? In other words, is real estate investing for you? Because make no mistake about it, real estate investing is a business.

Real estate is a business
Even if you only own one investment property, you’re in business! So you should have some general knowledge about running a business and some specific understanding of a real estate investment business before you invest.

You need to understand the marketing, operational, and financial sides of real estate investing. You need to know how to

  • promote your property to prospective tenants
  • keep your property in good condition
  • track your income and expenses

Questions to ask yourself
It all comes down to your personal characteristics and your plan. Do you have what it takes to be a bigg success in real estate investing?

So before you start looking at property to invest in, ask yourself some difficult questions.

  • How will you find good properties for sale?
  • How will you determine how much to pay for a property?
  • How will you know if the property is in good condition?
  • Do you have the time and patience to keep looking at properties until you find the right deal?
  • Where will you get the money required for the down payment?
  • After you make the down payment, will you have money left over for unexpected costs?
  • Will you have enough money to keep paying the bills on the property even if you have a vacancy?
  • How will you find prospective tenants?
  • How will you screen these people to make sure they will pay their rent on time and take care of your property?
  • Do you have the time and patience to show your property to prospective tenants?
  • What will you do when a tenant is late on his or her rent?
  • Do you have the temperament to remain unemotional about your tenant’s situation and your investment?
  • Are you prepared for phone calls late at night or early in the morning because your tenant needs something repaired?
  • How will repairs be handled?
  • Do you know the law in your area regarding your rights and tenants’ rights?

If you don’t like your answer to the above questions, don’t despair. You can find a partner to fill in the gaps or consider hiring a property management firm. You won’t make as much money, but you can still build your wealth. Or you may just decide that being a landlord isn’t for you.

Contrary to what many infomercials would lead you to believe, real estate investing isn’t easy. However, if you have the right temperament and approach it as the business it is, it’s a great way to supplement your retirement. It might even make you rich … slowly!

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Hear today's lesson and laugh on The Bigg Success Show.

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Get Out Your Magic 8 Ball for Your Next Important Decision

By Bigg Success Staff
03-15-08

Life Skills

magic_8_ball

Use a magic 8 ball to make your next decision? Sounds preposterous!

But it works!

This is really a simple four-step process to help you when you’re having trouble making a decision. You’ve done all the research you need to do. Now it’s decision time. You know it, but somehow you just can’t decide. 

So get out your Magic 8 Ball and proceed:

Step 1: Frame your options into an either / or choice.

Step 2: Take one of the choices and turn it into a “Yes” / “No” question.

Step 3: Now see what your Magic 8 Ball says.

Step 4: How do you feel about the answer?

Are you glad to see the answer? Or are you surprised, perhaps even disappointed?

That’s your intuition talking to you.

Simply complex

This simple decision-making process is actually more complex than it seems. You’ve done your research. You’ve probably even formed an opinion.

Now you’re being required to frame your question in the simplest manner. That alone may have some benefits. It requires you to cut through all the clutter to get to the essence of the issue. Even if you don’t use the Magic 8 Ball, it’s a step in the right direction.

After you get your answer from the Magic 8 Ball, you see what your gut reaction is. Gut reactions, when backed by a reasonable amount of research, often prove to produce good results.

The primary thing is it moves your decision along, because once you have all the information you need, delaying your decision rarely helps.

Magic 8 Ball, is this a great decision-making tool?

Signs point to yes!

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Hear today's lesson and laugh on The Bigg Success Show. 

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Do You Believe in Luck?

By Bigg Success Staff
03-12-08

Test Yourself 

IQ 

We couldn’t resist testing our luck with St. Patrick’s Day upon us. Here’s a great nine-question quiz from the good people at Blogthings that takes less than a minute.

When you’re done, you’ll know how much you believe in luck for your ultimate outcome in life.We found some of the questions thought-provoking because the answer we liked best was “both of the above”.

So because the quiz is so short, we went back and changed the answer to a few questions so we could compare the results.

It’s amazing what a difference that made! Check it out for yourself!

Hear today's lesson and laugh on The Bigg Success Show. 

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